Trending Sources

Writing Is 20% of Content Article Marketing

Increase Sales

With so many small businesses with under 20 employees (97.7% of all U.S.businesses), content article marketing through blogs or distribution sites has become the a popular marketing tactic.  For example,write an article on LinkedIn Pulse and you will attract attention and maybe even get a new sales lead. The other 80% should be promoting that article.

Influencer Marketing for Salespeople

Fill the Funnel

Influencer marketing for salespeople. Influencer marketing means using company leaders, thought leaders, experts, big names, and other well-known people in your industry to promote your business to their audience. It’s a style of online marketing that brands and companies are using to expand their audience and establish their own names. Can I Borrow Your Audience?

Building the Modern Field Marketing Organization

Sales Benchmark Index

SBI recently spoke with Tracy Hansen, the Chief Marketing Officer at Renaissance Learning, the world leader in cloud-based assessment, teaching and learning solutions. Tracy has deep field marketing experience and built a new team from scratch that launched this year. Field marketing.

7 Tips For Automating Your Email Marketing

Fill the Funnel

Email marketing is an area of marketing in which automation is completely essential. You simply can’t do email marketing effectively without some version of an autoresponder program, which automates subscriptions, list organization and message broadcasts. Here are 7 essential tips for automating your email marketing for the best results possible. Monitor Results.

Missing the Obvious in B2B Marketing Actions

Increase Sales

Sometimes the simplest B2B marketing actions deliver the best results. Unfortunately, these are usually the most obvious and ignored even with the plethora of marketing, selling and overall sales advice. So much is written about B2B marketing actions specific to content marketing, context marketing, websites and face to face B2B networking events. 

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Let’s Get Real About the Goal of Marketing

Increase Sales

If the purpose of marketing is to attract attention, then the goal of marketing is…? The goal of marketing within any sales process is two fold: Make a friend. This is why so much emphasis is placed on measuring the goal of marketing.  How many people took action to your marketing effort?  Additionally I received 20 invites to date since this article was posted.

Transition to a Scientific ROI on Marketing Campaigns

Sales Benchmark Index

The goal of today’s article is to make marketing scientific. Proving a marketing budget ROI is a priority as marketing leaders guide your teams to shift from art to science. As a guide to the discussion, download our 10th annual workbook, Article Marketing Strategy B2B marketing campaign campaign proforma campaign ROI marketing attribution marketing roi

Social Marketing Is Not Social Selling

Increase Sales

Years ago I read “marketing is not selling.” ”   With the impact of technology, this statement can be easily revised to “social marketing is not social selling.” ” Unfortunately a whole lot of experts are confusing many people and suggesting social marketing is something new or operates by a different foundation. Engage first; sell second.

Double Article Friday and the Death of All Selling Forever

Understanding the Sales Force

Especially this Friday when you get my powerful rant below, as well as two bonus articles! The Selling Power Blog has my new article on why consultative selling is so difficult. And over at Top Sales World , my article on the premature announcement that SPIN Selling is dead is one of the top 10 articles for last week. You don''t replace salespeople with marketing.

Realtors Are You Missing This Marketing Platform?

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Social media is a marketing platform used by many especially those selling real estate. Yet these same real estate agents ignore this other significant marketing platform which truly doesn’t make sense. First for clarity, a marketing platform is essentially a very detailed marketing plan that includes: Ideal customer (demographics and psychographics).

Guest Article: “TEAM SELLING–Lone Wolfs no longer reign supreme,” by Dr. Richard Ruff

Sales and Management Blog

Transformational Market Change. First, several markets are undergoing a transformational change where the customer is demanding the salesperson brings a broader and deeper level of knowledge to the sales process. good case in point is the medical market where the Affordable Care Act plus other social and economic trends are transforming the health care landscape.  Among market leaders sales managers expect and support their salespeople to leverage all the personnel resources that are available. Team selling – lone wolfs no longer reign supreme by Richard Ruff.

Which Markets to Pursue and Which to Avoid Like the Plague

Sales Benchmark Index

Today’s article is a demonstration on how to determine which markets to compete in and which markets to avoid. Turn to the Markets phase on pages. Article Corporate Strategy chief operating officer market segment market segmentation markets to avoid markets to compete

Effective Social Media Marketing Educates

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With social media, much of the marketing focus has shifted away from what makes basic and good marketing.  Yet having read this social media marketing post on LinkedIn Pulse , much of what the writer states is just as true for basic education based marketing. Product based or traditional marketing is when the sales pitches came fast and furious does not work.

The Collision of Expertise and Content Marketing

Increase Sales

Content marketing is a great vehicle to attract attention especially if you are a SMB owner with half way decent writing skills. Good marketing does include a call to action. The other comments and the sharing of this article suggested that I indeed was not using my expertise to provide an infomercial.  Credit And that is okay. Share on Facebook.

Marketing Mojo or Marketing Muck?

Increase Sales

Have you ever thought that some small businesses seem to have marketing mojo while others, possibly even your small business, appear to be stuck in the muck? Possibly you may think the answer is to hire a marketing firm?  From that effort, you will gain far greater clarity as to: Your market place position respective to your solutions (products or services). Market trends.

Marketing Automation First Step is Social Media

Fill the Funnel

If you’re ready to get started with marketing automation, the easiest place to start is with social media. Before you start considering social media automation options, the first step is to identify the goal behind your social media marketing. Original article: Marketing Automation First Step is Social Media ©2016 Fill the Funnel. Set Your Goal.

Guest Article: “Don’t Wait for a Bone,” by Tibor Shanto

Sales and Management Blog

Some get no support from their marketing teams.  Processes that include reviewing current engagements to understand, get a head of and respond to market trends and continue to be of value to the market and your buyers. Don’t Wait For A Bone. by Tibor Shanto. This in itself is not the worst thing sellers can face, as overcoming this is a question of will, learning and practice. 

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Avoid Competitive Erosion – Remain Relevant in a Changing Market

Sales Benchmark Index

How do I stay relevant in a changing market? Disruptive technologies take root, or markets are saturated. Article Sales Strategy changing market market growth market segmentationThere is a common question among Chief Executive Officers. Many industries are experiencing significant shifts. The reasons are many. As CEO, your task.

Guest Article: “Are You Facing Sales Fatigue?” by Ken Thoreson

Sales and Management Blog

It’s not just a marketing message, and it’s not something that they can fake. Are You Facing Sales Fatigue? by Ken Thoreson. The past three years have been a challenge for most partner organizations. The economy has caused sales teams to face declining prospect budgets, more competitive bidding, fewer opportunities, lower incomes and general personal stress.   As someone that works with partner organizations on a daily basis we have seen all of these situations cause an increase in mental and physical fatigue. . Executive Action Plans. Remember to make the meetings fun as well.

This Webinar Tool Is Changing The Market

Fill the Funnel

The tool that I am sharing today is truly moving a marketplace in the first few days since it hit the market. The tool that is changing the webinar market. If you feel that it is not the best webinar presentation platform on the market, a simple mouse click to request a full refund within the first 30 days and it will be refunded with a smile. …and much more. Web Tools

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Measuring Content Marketing Success

Fill the Funnel

Content marketing tactics such as blog posts, feature articles, optimized website copy, white papers, social media content and press releases move buyers along a specific path. Most people will agree that content marketing generates awareness of your brand, product or service; inspires consumers to engage and consider you; converts them into leads and sales; and creates advocates. Would love your comments on these two questions: Will you be stepping up your content marketing in 2014? Original article: Measuring Content Marketing Success ©2013 Fill the Funnel.

Maybe Better Marketing Not More Marketing Is Your Answer

Increase Sales

Marketing is the key to building any small business.  Social media has provided very affordable better marketing channels for you to reach out from the comfort of your office. Yet with all these attracting opportunities from social media to business to business networking is more marketing what your small business really needs? These articles are: Not well written.

How Effective is Gimmick Marketing?

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One of my colleagues, Greg, shared what he believed to be a gimmick marketing message from a local real estate firm who wanted to meet with him just to ask two questions.  Over the years I have witnessed a variety of what is now called “gimmick marketing.”  From poorly worded marketing messages to unusual inclusions, there is a lot of ineffective marketing happening in the workplace.

Plagiarism in Content Marketing May Come with a Tsunami Backlash

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Many independent small business owners especially in the executive coaching and consulting arenas engage in quality content marketing to attract attention and begin to build relationships. He made a formal apology to Anthony and hopefully has learned his lesson. I am sure there are hundreds of my articles that have been sliced and diced by unethical individuals.  Share on Facebook.

How Social Media Influences Market Reach

Increase Sales

For any business from the smallest to the largest, market reach is essential. This is why marketing is the first phase of the 3 Phase Sales Process. To achieve this essential component for business growth and business success is 100% connected to marketing one’s message. LinkedIn Pulse platform is an incredible marketing channel especially for those in B2B. 

Top 10 Kurlan Sales Articles of 2013

Understanding the Sales Force

wrote and posted exactly 100 new articles since my final article of 2012 when I announced your favorite all-time Kurlan article. I''ve chosen 10 from this year''s articles that were either very popular, contained many comments, or thought-provoking. Here they are in no particular order - My Top 10 Articles of 2013: SALES. The Key to Powerful Sales Conversations.

5 Articles to Inspire Customer Experience Success

The 1to1 Media Blog

Many companies think of customer experience, however, as a flashy marketing campaign, a cool social media outreach effort, or putting associates through a one-time training program. Customer experience today means everything. With retailers announcing seemingly on a weekly basis of store closings, experience is more important than ever before. To do customer experience right, everyone might be responsible for delivering on it and be held accountable for its success or failure. Experience must be woven through the culture and delivered consistently across channels.

Finding Opportunities For Guest Articles and Blog Posts

Ian Brodie

Shortly after publishing the podcast I got a wonderful email from PR Coach Debbie Leven expanding on the interview with some very practical tips on finding relevant opportunities for guest articles, blog posts and other media appearances. liked Debbie’s email so much that with her permission I’ve turned it into an article with a couple of my own tips added in.

Guest Article: Agile Field Sales Teams are the New Winners

Jonathan Farrington

Being Agile Drives Better Execution of the Sales Plan, and Deeper Market Penetration. This results in broader and deeper coverage in the market, with more prospects being called on, and more of the right conversations occurring at these meetings. develops and markets Salespod and SalespodExpress Agile Field Sales tools for managing Outside Sales and Marketing teams. 

Guest Article: “3 Detrimental Sales Coaching Mistakes,” by Sean McPheat

Sales and Management Blog

Great sales coaching will not only inspire sales people and generate more sales revenue, but also increase market share, reduce employee turnover, increase customer loyalty and much more.  3 Detrimental Sales Coaching Mistakes. by Sean McPhea. Successful sales coaching strategies can be the foundation on which your sales team thrives. Conversely, negative coaching, consisting of poorly planned and executed sales meetings and de-motivational management concepts, will cost your organisation in ways that you may not be able to recognise or quantify.  . Lift the team up instead.

Marketing Opportunities Abound Provided…

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Deep pockets are no longer required to market a business.  Social media has especially leveled the SMB market place.  There are many marketing opportunities to attract attention and begin to build relationships provided the following elements are in place: An ideal customer profile. Ability to write interesting and even sometimes emotionally compelling articles or posts.

Make Better Data-driven Marketing Decisions


Well, in an article published by the Georgia Institute of Technology, “Too Many Choices Can Lead to Bad Decisions” (February 2015), researchers found that “The frustration of picking one thing from dozens of options can take over and lead to choice overload.”. Earlier this year, the 2015 edition of the Marketing Technology Landscape Supergraphic was released and—are you ready for this?

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The Account Based Marketing Benchmark Everyone’s Been Asking About

Sales Benchmark Index

Article Marketing Strategy ABM ABM Benchmark Account Based Marketing Marketing Prioritize ABM AccountsBenchmark for ABM Account Selection. When executing an ABM strategy, less is more. Too many accounts and it dilutes the purpose entirely, and two few accounts represent a missed opportunity. . The concept of lifetime value is the lead domino in account selection.

Combo Article Friday - Finding New Business and Sales

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan I wrote an article for the Sales Blog over at Hubspot on how Inbound Marketing has really been around, like, forever. The article was about who should be your first sales hire. wrote my own article on the topic 3 years ago called Startups and the Dilemma of the First Sales Hire. Chime in! You can download the issue here.

Naked Marketing: Vote For Your Favourite Article

Ian Brodie

This one’s a list of all the resources associated with the Naked Marketing Manifesto including my Customer Insight Mapping process. It’s a great list of free marketing tools and resources. Naked Marketing: Vote For Your Favourite Article is a post from: How To Get More Clients: Practical Marketing And Sales Strategies. News customer insight mapping naked marketingMy friend Danny Iny is playing around with a nice little tool called that allows you to create lists and have people vote on them.

How To Get Off To A Fast Start in 2017

Sales Benchmark Index

Article Corporate Strategy Marketing Strategy Sales Strategy

Guest Article: “How to Quickly Build LinkedIn and Facebook Connections,” by Kelly McCormick

Sales and Management Blog

Kelly McCormick , is a Business Growth and Marketing Strategist. Plus, she develops targeted branding, marketing & sales strategies. How to Quickly Build LinkedIn and Facebook Connections. by Kelly McCormick. There is an art to making connections in the virtual business world. As the term implies, ‘Social Networking’ is about building relationships. And the best place to start the process is at the ‘invitation’ stage. From personal experience, the ‘Accept’ ratio increases when a personalized message is included in requests to connect. Ditch The Default Message. Try This.

Time to Fall Clean Your Marketing Toolbox

Increase Sales

Now is the perfect time to clean out your marketing toolbox and refresh it for the forthcoming last quarter of this year and the first quarter of next year. Upon opening your toolbox, you will have a removable upper tray that contains your lightweight marketing tools. Printed books such as Be the Red jacket or Fail-Safe Leadership along with published articles are always effective heavy marketing tools. And let us not forget your blog or other social content marketing channels such as LinkedIn Pulse.  Fall is here.  So what is currently in your toolbox?

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Guest Article, Sales Lead Brownouts Produce Sales Dips Wihin Three Months, Leading to Pipeleine Failure, by James Obermayer

Sales and Management Blog

Sales Lead Brownouts Produce Sales Dips Within Three Months, Leading to Pipeline Failure. 1. by James Obermayer. Companies often decide to curtail lead generation spending because cash flow slows and sales stagnate.”. Please reread that last sentence.  Of course, I can understand caution when cash is short, but slowing down lead generation is not the way out of the morass.  This is how it works.

Which Article Hits You The Hardest?

Dave Stein's Blog

During October and November I ran a four-part article of a wonderful interview I did with my Irish colleague, Angela Byrne, on doing business in Germany for SMEs. Cover story) (Mar/Apr 2012) This featured article provides a clean path on how to evaluate and select the right sales training partner for your business. The post Which Article Hits You The Hardest? Not enough.

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